Position SummaryArctera is seeking an elite, highly motivated Principal Account Executive to drive net-new logo acquisition and revenue expansion across highly regulated industries (Financial Services, Healthcare, Pharma, Energy, and Government).
In this strategic role, you will own the entire end-to-end sales lifecycle—from initial strategic targeting through complex technical evaluations to final contract negotiation. You will be responsible for positioning Arctera's enterprise-grade information governance, AI compliance, risk management, and cybersecurity SaaS solutions directly to C-suite and executive buyers.
Key Responsibilities- Full-Cycle Revenue Ownership: Own, manage, and close a highly strategic enterprise pipeline to consistently meet or exceed quarterly and annual ARR targets.
- C-Suite Engagement: Identify, engage, and build trusted-advisor relationships with key executive stakeholders, including Chief Compliance Officers, CIOs, CISOs, General Counsels, and Chief Risk Officers.
- Complex Deal Orchestration: Lead multi-stakeholder, long-cycle enterprise sales processes ($500K-$1M+ ARR) involving rigorous technical assessments, security reviews, and legal/procurement negotiations.
- Strategic Account Planning: Collaborate with Solutions Engineers, Product, and Marketing teams to execute highly customized account-based sales campaigns into Fortune 500 prospects.
- Value-Based Selling: Conduct deep discovery and deliver tailored, high-impact business cases demonstrating ROI, risk mitigation, and regulatory compliance (e.g., SEC, FINRA, GDPR).
- Accurate Forecasting: Maintain an exceptionally clean, data-driven sales pipeline and provide accurate weekly/monthly revenue forecasts within Salesforce.
Required Qualifications- 10+ years of quota-carrying, direct enterprise software (SaaS) sales experience. 5+ years selling enterprise archiving or communications surveillance solutions.
- Proven Track Record: A documented history of overachieving $1M+ ARR quotas and closing complex enterprise-grade deals.
- Regulated Industry Experience: Demonstrated success selling into complex, highly regulated verticals (e.g., Finance, Healthcare, Legal).
- Exceptional Communication: World-class verbal, written, and presentation skills with a natural ability to command a room of executive decision-makers.
- Independent Execution: Highly disciplined, self-motivated, and capable of managing a complex pipeline autonomously in a fully remote environment.
Preferred Qualifications- Domain Expertise: Prior experience selling information governance, regulatory compliance, data archiving, eDiscovery, or cybersecurity solutions.
- Advanced Tech Stack Proficiency: Deep experience leveraging CRM and sales enablement tools:
- Salesforce / Oracle CRM / HubSpot
- Gong, LinkedIn Sales Navigator
- ZoomInfo, Outreach / Salesloft
- Contract Negotiation: Strong expertise navigating complex corporate legal structures, enterprise master service agreements (MSAs), and data processing agreements (DPAs).
Desired Competencies- Enterprise Closing: Proven ability to drive complex contracts across the finish line.
- Value & Solution Selling: Selling on business outcomes and ROI rather than features.
- Executive Presence: Ability to establish immediate credibility with C-Suite leaders.
- Strategic Prospecting: Self-sourcing enterprise pipeline alongside BDR support.
- Advanced Negotiation: Navigating procurement, legal objections, and pricing structures.
- Analytical Thinking: Evaluating complex customer environments to align technical solutions.
- Resilience & Grit: High emotional intelligence, tenacity, and stamina to win long, competitive sales cycles.
Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance.
CA generally ranges: $1-$100,000,000
All other locations fall under our General State range: $147,109-$220,663
Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.
